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STU Director / CTO

Capital Federal, Argentina | Microsoft

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    General Management
    IT / Information Technology
  • Experience:
    15-20 years
Job Description:
65 people have viewed this job

The Impact you will be making

a. Drive customer success through inspirational sales leadership:

Inspire managers and individuals in the organization and foster a culture of customer-centricity, accountability, collaboration and achieving big bold goals.

Lead organization to drive new Digital Transformation projects through business outcome selling & expanding customer BDM connections.

b. Lead digital transformation strategy & execution across the Enterprise for each solution area:

Enable and empower specialist sales and technical sales managers to drive cloud businesses growth at or above targets, and accelerate customer value realization through cloud services consumption across our 4 solution areas: Modern Workplace, Apps & Infrastructure, Data &AI and Business Applications.

Influence the leadership agenda across Microsoft field and supporting corp organization within the enterprise operation model.

c. Provide technology thought leadership to customers by aligning technology solutions to their digital transformation needs:

Lead by example, personally engaging at CxO level to support and coach teams on new opportunity discovery and acceleration. 

Lead and drive as a role model the external agenda of all STU sellers to build and influence the market.

Lead & coach specialist and technical sales managers as well as manager for customer success resources to drive end-to-end business solutions across solution areas, increasing customer and partner satisfaction and average deal sizes year over year. 

d. Deliver on the 3 operating mechanisms – Revenue (P&L), Growing share faster than competitors and Subsidiary scorecard through best in class sales execution:

Ensure appropriate 4 quarter qualified pipeline in place by solution area: Specialist sellers directly responsible for closing 50%+ of the cloud and SQL budget, clear impact by technical sellers through owning customer technical decisions.

Consistent coaching rhythm in place, following sales & technical sales manager coaching framework. 

e. Create clarity, generate energy and deliver success through an impactful people and readiness agenda:

Increase workgroup health building an organization that is stronger tomorrow than today. Increase Area / Subsidiary capabilities and confidence aligned to our future. 

Develop a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization.

Critical Competences

1) Sales leadership: 

Develops and leads a successful solution oriented and technical sales team which overachieves their quota every quarter and executes high quality sales discipline according to established KPIs.

Exceeds expectations on business scorecard and customer cloud adoption and consumption.

Builds, drives, and delivers on a healthy and accurate pipeline for predictable business results.

2) Customer Advocacy:

Leads from example, personally engaging at CXO level to support and coach teams on opportunity discovery and acceleration.

Leads STU sellers to drive end-to-end business solutions (drive solution area thinking and behaviors), increasing customer and partner satisfaction and average deal sizes YoY.

Accelerates customer value realization through consumption of cloud services.

3) Thought Leadership:

Provides value to customers through bringing insights on digital transformation and industry trends.

Clearly articulates the value of both first party and third party cloud based industry solutions, leveraging our Independent Software Vendor(ISV) and System Integrator(SI) partner network.

Insight on competitive landscape, Microsoft’s Modern Workplace value proposition, and how to articulate the benefit of Microsoft’s cloud platform to a customer’s business.

4) People Leadership:

Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization.

Coaches Seller’s with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.


15+ years of experience in areas like Senior Sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered large organizations;

Proven track record and experience leading large sales and technical sales organizations, selling and delivering complex solutions to enterprise customers;

Proven track record on Business Development for Solution and Cloud Platform Sales;

Proven track record and experience leading organizational transformations while delivering on short-term results;

Strategic leadership with track record driving results faster than competition in new markets/solution areas (preferred: cloud services growth and consumption)

Strong leadership & interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries;

Unparallel Technical Vision and clear understanding of how applied technology will shape the future of citizens, customers and entities locally, regionally and globally.

Talent magnet: proven exceptional history of attracting, nurturing and growing teams and individuals.

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